The phone rang, I picked it up. The voice on the other end went into it's … [Read more...]
Tag: Customer Experience
"Have I Got A Deal For You!"
Differentiated Value ---- Just Good Enough! Posted on May, 2012
These days, so many of the conversations among sales professionals and pundits … [Read more...]
Are We Allowing Ourselves To Be Commoditized? Posted on May, 2012
My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills … [Read more...]
Customers Are Self Educating/Informing, But What Are They Learning? Posted on May, 2012
We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
Are We Speaking The Customer's Language? Posted on April, 2012
Recently I was in China in a series of meetings with CEO's of Chinese … [Read more...]
Does Every Review Become A Deal Review?? Posted on April, 2012
I sit in hundreds of review sessions every year. Pipeline reviews, territory … [Read more...]
Interruption Based Selling! Posted on April, 2012
I've been following a discussion on cold calling. The topic of "Interruption … [Read more...]
The Early Bird Gets The Worm--Lessons For Sales Posted on April, 2012
We all know customers are changing the way they buy, driving changes in the way … [Read more...]
Do Your Customers See You As An Interruption Or Value Creator? Posted on April, 2012
We struggle to get customers to see us. There are hundreds of blog post, … [Read more...]
Who Are The "Sales Influencers" In Your Company? Posted on March, 2012
Lori Richardson posed a very challenging question at Focus.com: "What is your … [Read more...]
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